Once you start to network on a regular basis, people will get to know you and will learn to trust you, and then they will refer business to you.
But it is up to you to build those relationships.
If you have promised to do something – do it!
Very few people make good on the follow up they promise and being organised and keeping your word makes you stand out from the crowd.
It is amazing how many networkers make promises to follow up, send you that information, or price or contact details; but never do!
Maintain contact with your new colleagues by sending articles or interesting information to them.
It may be as simple as a link to a website you feel they may be interested in, or an e-mail for another event they may not know about.
Respond quickly; return calls and e-mails the same day. It shows you are efficient.
Even if you don’t have the full answer to their enquiry, acknowledge their requirements and says that you will reply when you have all the information – and do it!
Be helpful and do what you can to assist, but learn to say no if it’s something you don’t feel comfortable doing, or it’s beyond your resources.
Try to connect people together who are in your network.
If you feel a synergy between members of your network introduce them to each other, they will both appreciate your efforts.
It costs you very little and your contacts will always see how they can help you.
However, don’t put your network in the position of having to say ‘no’ to you.
Too many requests or asking for something that is too large can make your contacts feel awkward, as they may have to refuse you.
When you have received help – acknowledge it and say ‘Thank You’. Send a small gift or a note if appropriate.
So very few people say ‘Thank You’, and it is embarrassing when they keep asking for your help and you have to say ‘no’ because they don’t appreciate the work you do and the time you spend on their behalf.
Treat your network of contacts in a professional manner.
Letters and e-mails need to be written in the correct English. Remember to get the spelling right, and don’t be afraid to use the spell checker!
Learning to respect and accept your business colleagues creates an environment of trust.
Once trust has been established, it can lead to a willingness to look at new opportunities, new joint ventures, and new ideas.
All business relationships have to be mutually profitable, with both parties feeling they are ‘getting something’ out of the relationship.
Learn to be a giver not a taker, but if you feel the other party is not contributing to the relationship and does not seem to be as willing to further the association, it may be time to end the relationship.
Don’t put upon people and expect them to work for you without getting paid.
They also have to earn a living.
Sometimes the best and strongest business relationships can take years to build.
Don’t try and build a new network overnight and expect it to deliver lots of new business immediately – it just doesn’t tend to happen this way.